Manager’s GuideBoost Your Business

Boost Your Business Workshop Program

Objective / This guide is designed for you to use to conduct a successful Boost Business workshop program.
The Boost Your Business workshop program is intended Associates with low sales production that need to refocus their sales efforts and show they are committed to getting their business on track.
The program consists of a series of in-office, manager led workshops to be held on a weekly or bi-weekly basis. You select and invite Associates that you want to participate in this program. It’s also a chance for you to demonstrate your commitment to helping them achieve their goals.
Selection and Invitation /
  1. Review your roster and identify Associates that have had a significant decline in sales or have been a consistent low or non-producer.
  2. Target these Associates as the first group to attend this program.
  3. As part of your Roster Call routine, call these Associates and get them to commit to come to the first session.
  4. Don’t sell the program over the phone. Just get them to commit to attending the first session.
  5. Get their full commitment to participate at the first session.
Note: The main goal of this program is for you to help struggling, low or non-producing Associates get their real estate sales business back on track. However, this workshop program is appropriate for any Associate who has an interest in boosting their business.It can be conducted on an ongoing basis for all associates at any production level.

Boost Your Business Workshop Program

Preparation ofProgram Agenda / The great news is this program has been designed so that there is minimal preparation needed on your part.
  • Planonscheduling a series of 10-12 workshops. This will provide enough training and active participation for Associates to achieve increased sales results, and effective prospecting and business planning habits.
  • It is suggested that the workshops are conducted weekly. The objective is thatAssociatescomplete sales activities and assignments between each workshop to build their business and ultimately increase their sales.
  • You have two choices for creating your program agenda:
  • You can follow the 12 Week Program Outlinethat provides a specific sequence of workshop topics focused on prospecting to increase sales.
  • You can create your own workshop agenda, using the Workshop Library, by selecting workshop topics based on your group’s specific needs.

Length of Workshops / The Boost Your Business workshops are designed to be conductedin a one to two hour session. Follow the guidelines listed below to determine the appropriate length of your workshops.
  • Number of participants: A class size of 10 or less can be conducted in one hour. If you have 10 or more you are safer scheduling it for one and a half or two hours.
  • Expert demonstration or guest speaker: If you have scheduled a guest speaker, you should maintain the timeframes provided in the above bullet. However, it is critical that you prep the guest speaker and confirm their time allotment.
  • Call session included: A class size of 10 or less you will need a minimum of one and a half hours. A class size of 10 or more will need two hours.

Boost Your Business Workshop Program

Purpose and Spirit of the Workshops / This program is about motivation, commitment and action. Every workshop has a core flow and layout designed to get Associates working and selling.
  • The key elements of each workshop are as follows:
  • Check In: A group discussion reviewing the sales activities and results achieved by each Associate since the last workshop. This will give you great insight about which Associates are on target, not committed, or struggling.
  • Grow Your Skills and Business: A list of assignmentsforAssociates to complete by the next workshop. The prescribed assignments, which can be customized, focus on doing targeted sales generating activities andtaking supplemental online training.
  • Sales Planner: An activity conducted at the end of every session that will help Associates develop results- driven planning habits. In addition to required assignments, Associates will identify, write down and commit to doing specific actionsthat will helpconvert their existing book of business. (See Sales Planner Overview)
  • The ‘rule of thumb’ for conductingan effective and impactfultraining program should follow this formula:
  • Tell – 20% (ex. Lecture on training topic)
  • Show – 20% (ex. Demonstration from an expert)
  • Do – 60% (ex. Group discussion, Call, Role Play, etc.)
Note: For detailed information about the workshop layout and flow see the Workshop Overview section.
Standard Materials and Equipment /
  • Laptop and LCD.
  • Flipchart and markers.
  • Selected workshop PowerPoint presentations.
  • Copies of Sign-In Sheet.
  • Copies of Sale Planner.

Boost Your Business Workshop Program

Review and EdittheWorkshop Presentation /
  1. Download and save the workshop PowerPoint presentation you selected from the 12 Week Program Outline or Workshop Library.
  2. Review the workshop presentation and edit the following slides:
  3. ‘Meet the Expert’ slide – determine if you will have a top performing associate as the expert guest speaker. If yes, edit the slide. If not, delete the slide from the presentation.
  4. ‘Today’s Call Session’ and ‘Call Session Results’ slides – determine if you will include a call session as part of your workshop. If yes, leave as is. If not, delete the slides from the presentation.
  5. ‘Grow Your Skills and Business’ slide – examine the prescribed list of assignments. Select the assignments that are most relevant, realistic and achievable by the next workshop. Edit this slide as needed.
  6. Save the revised workshop PowerPoint presentation to the laptop you will be using to conduct the workshop.
  7. Download and print any additional suggested handouts or materials that are mentioned in the workshop.

Getting the Most Out of Your Workshops / When conducted effectively, using the Check In group discussion and the Sales Planner activity, this workshop program will enable you to thoroughly assess each participating Associate and determine who is on track, struggling, or simply not committed.
You are investing a lot of time and preparation in this program; expect the same of your participating Associates. See Commitment Letter inthe ‘Core Program Tools and Handouts’ section.
Take full advantage of this program to determine which Associates are in the right career path and are committed to do what it takes to be a full-time producing Sales Associate in your office.
Follow up with each Associate throughout the program. Let them know how and where they stand and what it will take for them to continue as a full-time Sales Associate in your office. This is the best thing you can do for them and your office.

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